Negotiation skills serve a variety of purposes in a small business.
Business owners use their negotiation skill set to hire employees, make deals with vendors, and recruit new clients. Other leaders in the organization may also use negotiation skills and strategies to resolve internal conflicts, and to interact with third-party providers and customers.
Some people are better negotiators than others. Although personality plays a role in negotiation ability, the best negotiators are usually the one who have made an intentional effort to learn the fundamentals as well as advanced negotiation techniques. Negotiation training can improve your negotiating skills and raise the bar for negotiations throughout your company.
Not surprisingly, there is a diverse array of negotiation training options to choose from. The right training option for your business will depend on what you're trying to accomplish and the resources you can commit to the process.
Why is negotiation training important?
Negotiation training is important because your organization probably doesn't have the internal resources to improve your employees' negotiation skills. Effective trainers are experienced negotiators who understand what's at stake and specialize in helping others achieve the best possible outcomes through negotiation. It's not uncommon for trainers to possess negotiation expertise in a specific industry niche or business subset.
How can I identify negotiation training options?
Referrals are the most reliable way to identify negotiation training alternatives. Search engines and direct mail promotions can give you a high level perspective of the training marketplace. But to locate the most productive training options you will need to actively seek out referrals from other business leaders who have benefited from training, especially leaders who are located in your industry.
What should I look for in a negotiation training program?
Cost is a consideration in selecting a negotiation training provider. If resources are limited, consider investing in a video or online training program. For maximum impact, focus on identifying training programs that feature a more personal component. Coaching or in-house, small group sessions are ideal for companies that are interested in developing first-rate negotiation skills in their organizations. You will also need to carefully evaluate the topics that are covered by specific training programs since some programs focus on negotiation fundamentals while others cover more advanced techniques.